Management Development Toolkit


The Management Development Toolkit is an intensive one day workshop that examines critical individual management and leadership skills required to boost performance in the workplace. The masterclass delivered by the Australian School of Applied Management (ASAM) explores the differences between management and leadership, and the ways in which to improve competence of both skills:

Values Driven Leadership: Becoming an Authentic Leader

This module explores the ethical dimensions of day-to-day activity and the relationship between values driven leadership and effective working environments. Values driven leadership implies a conscious commitment to lead with a deep sense of purpose. Values driven leaders demonstrate values such as integrity, honesty, courage, excellence and social responsibility.

Leadership Under Pressure: Strategically Managing Resilience and Sustainably

This module examines the role of resilience during difficult times. It also explores ways to strengthen teams, foster wellness and manage crises more sustainably. Internal filtering and interpreting processes that can be highly flawed. The ladder of inference provides a process to examine meaning of other’s actions, providing a way to arrive at more accurate and useful conclusions. There are four steps in the Ladder of Inference are:

  1. See and Hear - Selecting the data
  2. Story - Interpreting what it means
  3. Think and Feel - Forming assumptions and conclusions
  4. Say and Do - Deciding what action to take

Influencing: Fostering goodwill, commitment and collaboration

This module explores the influencing tactics that can be adopted in response to different and situations and individuals. Influence involves your personal capacity to have an effect on the behaviour of others without force or command. You don't need to be in a position of power to be influential. Influence may be directed upwardly, laterally, downwardly or outwardly.

It is important to first consider the goal of your influence. Tactics are used to achieve one of six Influence Goals:

  1. Adoption
  2. Continuance
  3. Improvement
  4. Deterrence
  5. Discontinuance
  6. Reduction

How deeply you need to influence others differs for any given task or situation. There are three levels to the Depth of Influence:

  1. Compliance
  2. Identification
  3. Internalisation

The ability to influence is derived from choosing the correct tactics during different situations. There are eleven Influence Tactics:

  1. Reasoning
  2. Involving
  3. Inspiring
  4. Collaborating
  5. Benefiting
  6. Praising
  7. Relating
  8. Trading
  9. Legitimising
  10. Demanding
  11. Recruiting

About the Australian School of Applied Management (ASAM)

The Australian School of Applied Management heads a coalition of management schools and is one of the most respected providers of management and leadership education. ASAM's vision and commitment to management development has attracted a high calibre faculty with expansive academic and senior managerial experience from across the globe.


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